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Market Segmentation of Industrial Smart Services: A Buyer-View of the Relation Between Value of Data and Performance Orientation

In: Smart Services Summit

Author

Listed:
  • Luis E. Prato V.

    (Erasmus University)

Abstract

The aim of this paper is to develop a more sophisticated methodology for market segmentation of Industrial smart services. Prior research in the service literature has focused less to assess the attractiveness of digital transformation (i.e. data captured, transformed, and analyzed) for this purpose. Moreover, the intrinsic performance orientation from a buyer perspective has been seldom discussed in the literature. A proposed framework sheds light after conducting 29 interviews with firms active in construction and metals production environments. Qualitatively, the study unveiled the importance of the holistic understanding of both operation and purchasing considerations required towards the supply management of smart services as the main strengths of this framework.

Suggested Citation

  • Luis E. Prato V., 2022. "Market Segmentation of Industrial Smart Services: A Buyer-View of the Relation Between Value of Data and Performance Orientation," Progress in IS, in: Shaun West & Jürg Meierhofer & Utpal Mangla (ed.), Smart Services Summit, pages 107-115, Springer.
    • Handle: RePEc:spr:prochp:978-3-030-97042-0_11
    DOI: 10.1007/978-3-030-97042-0_11
    as

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